Sales Reinvented

This week on the show, we welcome Denis Champagne—a trilingual sales coach, elite athlete, and creator of the Body Business Balance framework—for a powerful conversation all about the link between physical fitness and sales performance.

Drawing on over 35 years of experience in international sales leadership and coaching, Denis shares how athletic discipline, strength training, and healthy lifestyle choices can transform not only your personal well-being but also your professional sales results.

From the value of discipline over motivation, to practical advice on building resilience and maintaining focus, Denis offers actionable insights for sales professionals who want to perform at their best without burning out.

This episode is packed with inspiration to help you strengthen both your body and your career.

Outline of This Episode

• [00:00] Using fitness enhance sales performance without burnout
• [05:26] Sales and fitness both require doing disliked tasks for greater benefits.
• [07:07] Encourage clients to clarify their goals to inspire self-motivation and decision-making
• [10:13] Community and self-care help manage life's challenges
• [11:13] Denis' top three fitness and performance dos and don'ts
• [12:44] A real-world example of improving sales performance through physical fitness

The Overlooked Link: Fitness and Elite Sales Performance

Sales is often seen as a mental game—strategy, psychology, and persuasion take center stage. But Denis reframes fitness as more than exercise—he defines it as the ability to navigate your life with more resilience, sustainability, and leverage.

Translate that to sales, and it's easy to see the overlap: high-performing salespeople serve others best when their own bodies and minds operate optimally. Sales is fundamentally about serving others.

When we neglect our health, we lose the capacity to serve our clients well. You can't sell "at your best" if you're rundown, fatigued, or lacking motivation.

Lift Heavy, Eat Real, Sleep Deep

What fitness practices create the biggest impact? Denis leans heavily into the importance of strength training, a lesson carried from his days as a gold-medal squash player and still relevant today.

Maintaining muscle and strength is important as we age, he says—both for longevity and for keeping your edge in high-pressure fields like sales.

His formula is simple:

• Lift heavy.
• Eat real food.
• Sleep well.

Denis's approach to nutrition is simple: If it has more than two ingredients or your great-grandmother wouldn't recognize it, it's not real food.

This approach demystifies healthy eating, making it easier to adopt a well-balanced diet.

Discipline Over Motivation: The Secret Driver of Consistent Success

A recurring theme in the episode is the distinction between motivation and discipline. Both in fitness and sales, motivation is fleeting—what matters most is the discipline to act even when you don't feel like it.

Discipline is about doing what you need to do, regardless of how you feel, Denis explains.This lesson carries profound importance for salespeople.

Prospecting, cold-calling, or other less-loved tasks are akin to tough gym sessions; they're rarely fun, but crucial.

Clarity of why ensures discipline takes over when motivation fades—Denis cites research where "why" was deemed the single most important word in the English language.

Community, Consistency, and the Value of Now

Sales, like fitness, can be isolating. Denis urges professionals to connect with supportive communities—whether fellow athletes, peers, or accountability groups.

Sharing progress, celebrating personal bests, and rallying together builds positive momentum and fortifies against burnout.

Don't wait too long to make changes; life moves quickly, and postponing hard but beneficial changes only makes them harder later.

Embrace challenges today, and you'll age—and sell—with greater vitality and ease.

Fitness as a Foundation for Achievement

Denis closes by sharing a real-world example of a coaching client who became a world champion swimmer while building a thriving private counseling practice.

The consistent planning and rigorous routine required by athletic training mirrored and strengthened his business habits. As Denis wisely notes, "How you do one thing is how you do everything."

Physical fitness is an investment in your professional edge. Appreciate your life, strive to be stronger, take on the tough challenges—and remember that your discipline in the gym shows up in your sales numbers.

Selling is about serving, but to truly serve others, you must first care for yourself. That's the real win-win.

Resources & People Mentioned

• Lotus Communications

Connect with Denis Champagne

• Denis Champagne on LinkedIn

Connect With Paul Watts

• LinkedIn
• Twitter

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Renowned negotiation strategist Dr. Keld Jensen—ranked among the top three negotiation experts globally and author of 27 books, including the upcoming "The Smart Negotiator" joins me on the show to shine a spotlight on the powerful link between physical fitness and professional sales performance.

As someone who spends more than 200 days a year on the road advising governments and Fortune 500 companies, Keld brings invaluable personal insights on how exercise, nutrition, sleep, and even fasting keep him sharp, resilient, and creative—no matter the demands of travel or high-stakes negotiations.

Tune in as Keld shares his favorite fitness routines, strategies for managing stress and avoiding burnout, and his top dos and don'ts for thriving in a demanding sales career.

Whether you're a sales veteran or just starting out, you'll walk away with actionable tips on fueling your professional success through better physical and mental well-being.

Outline of This Episode

• [00:00] Top fitness practices for enhancing performance, especially while traveling.
• [03:39] Fasting a few times a year cleanses the body and clears the mind.
• [09:19] Irregular schedules can lead to poor diets.
• [11:59] Prioritize sleep, daily exercise, nutritious food, and avoid glorifying busyness at the cost of well-being.
• [14:36] Daily exercise for energy and focus.

How Physical Fitness Drives Performance in Professional Selling

It's easy to picture a successful salesperson as someone who masters negotiation, builds relationships, and closes deals. But as Keld Jensen points out, there's an often-ignored, vital ingredient behind many of these successes: physical fitness.

Fitness sharpens both body and mind, building resilience, enhancing mental agility, and helping professionals process complex information and stress with greater clarity.

Self-discipline is a core value shared across high achievers; the discipline required to maintain a fitness routine often mirrors the rigor necessary for sales success.

Whether in the gym or at the negotiation table, consistency and commitment make the difference.

Managing Energy on the Road

For sales professionals, travel is a way of life—but it comes with its own set of health challenges. Keld, who spent 211 days away from home last year alone, shares firsthand how difficult it can be to maintain healthy habits amidst jet lag, poor food choices, and long hours.

To combat this, he relies on simple yet effective routines: regular exercise (favoring running for its minimal equipment), practicing intermittent fasting for mental clarity, and using conscious breathing exercises to lower stress.

Keld recommends fasting with fruit and tea for at least three to five days twice a year, especially before major creative projects.

This practice, he claims, not only cleanses the body but also dramatically improves mental sharpness—a critical asset for anyone in high-stakes sales or negotiation.

Building Daily Fitness Habits

Even amidst relentless travel, Keld commits to running three miles each morning—a habit chosen for its practicality and positive impact.

"It becomes the essential part of my day," he notes, stressing the importance of movement, even if just a walk or a stretch, to break up long periods of inactivity.

His second key practice is taking "micro breaks" during work: stretching, walking, and resetting posture to help reset energy and counteract jet lag. Lastly, he emphasizes the protective power of sleep—something sales professionals often overlook.

Protecting sleep is the most important thing, as structured, sufficient rest equals sharper performance.

Turning Exercise Into a Competitive Advantage

Physical health is more than a "nice-to-have." It's central to managing stress, maintaining motivation, sustaining high performance, and making rational decisions.

Keld likens the effects of accumulated stress to "unbalanced concessions in a deal"—if left unchecked, both can lead to collapse. Treat fitness as your personal balancing tool.

On days when he skips his morning workout, Keld finds himself more stressed and less effective. Simply put: you can't negotiate—or sell—well if you're running on empty.

Strategies for Overcoming Lifestyle Challenges

Salespeople face real hurdles: long hours, irregular schedules, poor diet, and the ever-present pressure to perform. Keld admits he once survived on coffee alone, only to realize—painfully—the limits of youth and the importance of real nutrition.

His advice is that you shouldn't gon't glorify busyness at the cost of wellbeing. Instead, establish recovery rituals (think: movement, hydration, short walks, and the occasional gentle detox) and listen carefully for signs of burnout, such as a short temper, poor decision-making, and dwindling concentration.

Practical Do's and Don'ts for Sales Professionals

Keld closes with actionable wisdom:

Do:

• Prioritize sleep—defend it fiercely.
• Move daily, beyond the basics of commuting.
• Fuel your body with nutritious food.

Don'ts:

• Don't put business above your health.
• Don't rely on caffeine as your primary energy source.
• Don't wait for burnout before making a change.

Planning for fitness pays off, even on the road. Whether it's choosing a hotel with a gym or a local swimming pool, carving out time for your routine keeps you energized and at your best, wherever work takes you.

If you're in sales, your most critical asset isn't just your pitch—it's your energy. As Keld Jensen's wisdom reveals, investing in your health is investing in your results. Don't wait for burnout.

Start fueling your performance with the discipline, routines, and recovery practices that keep you sharp, resilient, and ready to win.

Resources & People Mentioned

• The Smart Negotiator by Keld Jensen
• Global Gurus

Connect with Keld Jensen

• Dr. Keld Jensen (DBA) on LinkedIn

Connect With Paul Watts

• LinkedIn
• Twitter

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Brandon Cornthwaite's story is one of discipline overcoming distraction. Growing up in South Africa, a country shaped by military rigor, Brandon's journey took him from the world of elite cycling to a life in the military.

Throughout his varied career, Brandon discovered that maintaining physical fitness wasn't just about health—it was key to unlocking energy, focus, and professional success.

Living with ADHD, Brandon dedicated himself to exercise as a way to boost cognitive performance, manage neurotransmitter balance, and avoid the need for medication. His commitment to staying active helps him harness his rapid-fire mind and translates to resilience and sharpness in his work and life.

Brandon is an industrial sales professional with more than 27 years of experience and a passionate advocate for blending fitness with high sales performance.

Brandon draws on his rich background—including his Red Seal in instrumentation and leadership roles within the ISA—to reveal how physical well-being and daily fitness routines can fuel focus, discipline, resilience, and long-term success in the demanding world of sales.

Whether you're struggling to juggle work, family, and self-care, or looking for practical strategies to beat burnout and boost motivation, Brandon shares actionable habits for busy professionals.

This episode will inspire you to move more, eat better, rest smarter—and ultimately, sell at your very best.

Outline of This Episode

• [00:00] The importance of meditation and daily movement.
• [04:13] Tailoring your fitness regime for active aging.
• [09:30] Recognizing signs of burnout and what to do about it.
• [11:08] Brandon's morning routine.
• [15:20] Movement relieves stress and clears the mind.

How Daily Movement, Mental Wellbeing, and Smart Lifestyle Choices Drive Sales Excellence

According to Brandon, "Discipline will beat dopamine every time." He draws a direct line between physical exercise and improved professional performance. Regular movement boosts blood flow and oxygenates the brain, leading to sharper cognitive performance and sustained focus.

Having been both an elite cyclist and ex-military, Brandon's life is a testament to the value of discipline and routine. Comparing pushing through physical limits in competition to overcoming obstacles in sales.

In sales, as in sports, it's discipline—not fleeting bursts of motivation—that sustains high achievement.

Meditation, Movement, and Mindful Mornings

Contrary to the belief that fitness is reserved for athletes or the endlessly energetic, Brandon insists that even small, intentional routines yield big benefits. His days start with meditation, a practice that sets intentions and centers the mind, improving focus for the day ahead.

Far from being "hippie," as he jokes, meditation is an anchor—one he used even in elite sports to visualize winning and manage pre-race anxiety. Morning movement follows: a set of push-ups, squats, or a short round of resistance training gets blood flowing and primes the body and mind for productivity.

For Brandon, variety matters less than consistency. Coupling movement with meditation creates a one-two punch against stress, brain fog, and lethargy—common enemies among sales pros.

Sleep, Nutrition, and Active Recovery: The Overlooked Performance Drivers

Sleep hygiene and active recovery are cornerstones of Brandon's approach, prioritizing real rest was a game-changer for his health and work. His evening ritual includes warm-to-cool showers, which support recovery and improve sleep quality.

Nutrition habits deserve equal attention. With tempting fast food at every corner, Brandon recommends meal planning and prepping to ensure nutrient-dense food is always on hand.

Little tweaks, like carrying healthy snacks or picking up groceries instead of drive-thru takeout, reinforce a disciplined, intentional approach to health.

Countering Burnout, Fatigue, and "Screen Poisoning"

Sales professionals frequently battle fatigue and burnout, exacerbated by sedentary remote work, endless screen time, and the stress of high targets.

Brandon calls this "screen poisoning" and suggests that scheduling mini-breaks—such as walks, stretches, or even standing meetings—can help offset poor posture, low energy, and mental drain.

He urges salespeople to recognize warning signs, including declining focus, irritability, frequent illness, and a lack of motivation. The remedy for Brandon is to take a walk, breathe, and step away.

He also suggests reaching out to communities and connections, whether coaches, colleagues, or friends, to maintain motivation and emotional health.

A fit, resilient sales professional is an unstoppable one. Small, daily habits—grounded in discipline, movement, recovery, and community—transform both your sales performance and your life.

Resources & People Mentioned

• HelloFresh
• ISA (International Society of Automation)
• IPA Certifications

Connect with Brandon Cornthwaite

• Brandon Cornthwaite on LinkedIn

Connect With Paul Watts

• LinkedIn
• Twitter

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Kristie Jones — sales consultant, B2B SaaS expert, and author of "Selling Your Way In"- discovered that her best workouts aren't defined by the time of day, but by consistency.

After long, sometimes challenging days at the sales office, Kristie prefers to "defrag" with evening exercise sessions, finding them the perfect way to unwind and recharge.

Rather than chasing morning routines, she focuses on fitting in activity at least five days a week, motivated by the endorphin boost each session brings. For Kristie, the most important part of fitness is enjoying the process and staying consistent, no matter when it happens.

Kristie shares why she believes that mental, physical, and spiritual well-being are essential for success in sales, and offers practical advice on building sustainable fitness habits, managing stress, and staying motivated through a disciplined routine.

Whether you're a morning workout enthusiast or an evening exerciser, this conversation is packed with actionable tips to help you find your groove, maintain energy, and drive results in your sales career.

Get ready to learn how taking care of your body can elevate your professional game!

Outline of This Episode

• [00:00] The link between fitness and sales performance.
• [06:01] Silent workout struggles.
• [09:00] It doesn't matter WHEN you exercise, just that you do.
• [10:53] Holistic wellness through self-awareness.
• [15:38] Kristie's fitness insights for salespeople.
• [16:43] Be open to trying new athletic adventures.

Translating Physical Wellness Into Greater Sales Results

For Kristie Jones, the relationship between physical fitness and professional performance is all-encompassing. Fitness, she explains, tangibly fuels confidence, provides mental clarity, and promotes better sleep—all factors that directly impact sales professionals who need sharp minds and high energy to navigate demanding workdays.

According to Kristie, cardio is the keystone. Having shifted from running to brisk walking (following several foot surgeries), she now relies on activities like four-mile-per-hour walks and hiking.

This consistency in cardio, she says, keeps her mental and emotional health balanced, not just her physical stamina.

Building Powerful Fitness Habits: It's All About Consistency

While many believe morning workouts yield the highest consistency, Kristie challenges this stereotype, demonstrating that there's no one-size-fits-all approach. "I really enjoy the evening workout because I need to kind of defrag after a long day," she explains.

The real differentiator isn't the time of day, but consistency. Whether it's before sunrise, at lunch, or after work, what matters most is creating a regular rhythm you look forward to, at least five days a week.

For Kristie, evening sessions allow her to unwind and release the day's stress productively. Both approaches highlight the importance of knowing yourself and designing routines that suit your lifestyle and natural rhythms.

Fitness as Stress Management and Motivation Fuel

Sales roles are notoriously high-pressure—chasing targets, facing rejections, and constantly performing at a high level. Kristie emphasizes that, for her, cardio is just as much about mental health as it is about physical fitness.

During especially stressful periods, she'll even double up on walks to keep herself balanced. Exercising in nature—what the Japanese call shinrin-yoku, or forest bathing—brings another layer of emotional resilience and mental clarity.

Being outdoors fosters problem-solving and introspection, even sparking solutions to work challenges.

Prioritizing Fitness Amid Demanding Schedules

A recurring obstacle for sales professionals is carving out time for self-care. With startups and sales teams priding themselves on marathon work weeks, personal well-being often gets sidelined.

Kristie's solution is to be proactive and build fitness into your schedule by putting it in your calendar. Her commitment to scheduled fitness classes with penalties for no-shows creates the accountability needed to overcome excuses.

Whether it's workouts in your calendar or fitting them in before the workday, systematizing self-care is critical. If you notice irritability, low motivation, or mounting stress, it's time for a reset—starting with sleep, nutrition, and movement.

How Fitness Drives Sales Results

Kristie's own journey—transitioning from team sports to competitive racquetball, and then running—showcases how cross-training and expanding physical competencies dramatically enhanced her competitive edge.

Even now, integrating new fitness activities, like strength training or pickleball, keeps her engaged and discovering new strengths. Her advice is to be open to new athletic adventures.

You might surprise yourself and discover routines that not only boost your sales performance but also bring new joy and fulfillment to your life.

Sales success starts from within. Prioritizing fitness is not a luxury for sales professionals—it's a foundational pillar for clarity, energy, resilience, and long-term success.

Whether you find your stride on a morning walk, mid-day hike, or post-work workout, commit to movement. Your clients, your numbers, and most importantly, your well-being, will thank you.

Resources & People Mentioned

• RunKeeper app
• OrangeTheory
• Selling Your Way IN: The Playbook for Setting Your Income and Owning Your Life

Connect with Kristie Jones

• Kristie Jones

Connect With Paul Watts

• LinkedIn
• Twitter

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There's a powerful connection between physical fitness and professional sales success. Bob Woods, a leading LinkedIn and social selling strategist, best-selling author, and Chief Product Officer at Social Sales Link, shares how fitness energizes and builds resilience—key ingredients that help sales professionals shine in their roles.

From his personal journey of losing 120 pounds to the daily habits that keep him sharp, Bob offers practical strategies and real-world examples of how movement, sleep, and consistency fuel both business achievements and personal health.

Whether it's treating workouts like crucial business meetings, overcoming the "no time" mindset, or learning the cognitive benefits of activities like pickleball, Bob's insights will inspire you to make small, sustainable changes that drive big results—both in your career and your well-being.

Outline of This Episode

• [00:00] Boost your energy and build resilience.
• [04:31] Fitness helps you stay focused under pressure.
• [06:09] Movement resets both mind and body.
• [08:24] Exercise is stress relief and motivation in all areas of life.
• [10:08] Three key ways to jumpstart your wellbeing as a sales professional.
• [14:52] Prioritize fitness like you do your meetings.
• [16:28] Never separate health from work. Because your performance at work depends on your health.

Why Fitness Is the Foundation of Sales Success

What if the secret weapon to crushing your sales quota lies not just in scripts or CRM hacks, but in your next workout? Bob Woods makes a compelling case that fitness is far from a personal luxury—it's an absolute business necessity.

Strength, he explains, goes beyond muscle—when you feel physically strong, you step into sales conversations with more confidence, show up stronger in meetings, and deliver higher-impact presentations.

Business and fitness parallel each other: both require discipline, consistency, and progress through small, incremental actions that stack up to big wins over time. In short, physical fitness is not just a side hustle to your career; it's the keystone in your professional foundation.

Habits That Supercharge Sales Performance

What fitness practices actually boost daily energy and focus? Bob breaks down his top three:

1. Daily Movement

Beyond gym sessions, Bob integrates rucking (walking with a weighted backpack) and pickleball into his routine. He's quick to add that even walking is a powerhouse habit when it comes to recharging mentally and physically. "Movement resets both mind and body," he explains, underscoring that you don't need to run marathons to reap benefits.

2. Sleep and Hydration

Often overlooked, Bob insists these basics are non-negotiable performance hacks. Quality sleep and staying hydrated fuel brainpower, motivation, and stamina—a trio every sales pro needs.

3. Block It Like a Business Meeting

Bob's most actionable advice is to schedule workouts on your calendar as immutable appointments, just like you would a client call. Treat fitness as a non-negotiable business meeting, and communicate its importance to colleagues so others respect your boundaries.

Stress Management, Motivation, and High-Level Performance

Salespeople often grapple with intense stress, wavering motivation, and burnout. Exercise, Bob says, is a "pressure valve"—it physically releases tension and sparks endorphins, making you more resilient under high stakes.

Consistency in fitness breeds momentum and motivation, which naturally overflow into your work. Bob's rule of thumb: "Without health, motivation is just willpower, and willpower alone eventually runs out."

Overcoming Common Challenges

What holds sales professionals back from adopting healthier lifestyles? Bob identifies the three biggest pitfalls:

• "No Time" Mindset: The belief that there's no time for fitness is a myth. Start small, even with daily five-minute walks or minor dietary tweaks.
• All-or-Nothing Thinking: You don't need 90-minute workouts. Small, consistent efforts outperform sporadic heroic doses.
• Quick Fix Obsession: Ignore fad diets and fitness gadgets bombarding your social feeds. Stick to fundamentals and stay consistent for real, lasting change.

Recognizing and Countering Burnout

How do you spot the signs of burnout—like low energy, irritability, and declining performance—and what can you do? Bob's honest answer: take stock, admit the problem, and make incremental changes.

Prioritize sleep, incorporate daily movement, and mind your nutrition and alcohol intake (especially if you live in bourbon country, like Bob!).

Bob's story is powerful—he's lost 120 pounds over several years, a journey that radically transformed his business confidence and ability to show up for clients and colleagues. His improved fitness has scaled his professional performance while protecting him from burnout.

Never separate health from work. Your job success is inextricably linked to your wellbeing—so treat your next walk or workout with the same gravity as a deal-closing call.

Whether you're new to fitness or looking to level up, start with small, consistent actions and watch the professional results roll in.

Resources & People Mentioned

• Making Sales Social podcast
• AI and LinkedIn for Revenue Generation by Bob Woods on Substack

Connect with Bob Woods

• Bob Woods on LinkedIn

Connect With Paul Watts

• LinkedIn
• Twitter

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Laura Hayton, Head of Business Development North at Transicon and a passionate advocate for the power of physical fitness in boosting sales performance, is with us on the show this week.

Laura opens up about her personal journey, revealing how strength training helped her overcome anxiety, build resilience, and unlock a new level of professional success—all while balancing the demands of her career and being a single mother to neurodivergent twins.

We explore the direct connections between physical well-being and high performance in sales, and discuss the practical steps sales professionals can take to manage stress, increase motivation, and sustain their energy—all grounded in Laura's hard-earned experience and actionable advice.

Whether you're struggling to find time for self-care and looking to overcome burnout, this episode is packed with valuable strategies and inspiration to help you become the best version of yourself, both in and out of the office.

Outline of This Episode

• [00:00] Fitness fuels professional success.
• [03:09] Connection between fitness and business performance.
• [04:45] Morning strength training as the key to daily success.
• [06:52] Fitness helps you keep those plates from spinning.
• [08:37] Consistency over intensity.
• [10:58] Self-care isn't selfish: strategies for avoiding negative burnout.
• [12:43] How to make fitness a habit.

How Strength Training, Mindset, and Self-Care Fuel Sales Success

For Laura, fitness wasn't always a priority. Like many, she found herself overwhelmed by anxiety, self-doubt, and the stressors of daily life—especially while raising neurodivergent twins during the uncertainty of the COVID-19 pandemic.

But what began as a coping mechanism quickly turned into a transformative routine. Not only did it help her manage anxiety and self-esteem, it shifted her mindset entirely—replacing self-limiting beliefs with confidence and resilience.

The results transcended the gym. Laura began embracing opportunities she once found intimidating, from public speaking to taking on challenging roles. For Laura, the focus and mental strength gained through fitness directly translated into her professional achievements.

Morning Movement: Laying the Groundwork for a Winning Day

A major takeaway from Laura's practice is her dedication to early morning workouts. Waking up at 5 a.m. and training by 5:30, she carves out sacred personal time before life's demands kick in.

This ritual isn't just about breaking a sweat—it's a space to think creatively, set intentions, and cultivate a sense of control. "On the days that I do it, I feel in control, confident, and really ready… If I'm not doing it, my patience runs thin, and it always feels like my day just doesn't go to plan," Laura explains.

For sales professionals whose schedules can be unpredictable, this kind of intentionality can be essential for maintaining focus and motivation throughout the day.

Managing Stress, Motivation, and Performance

Sales is a high-pressure field, and managing stress is critical. Fitness, for Laura, is the cornerstone that keeps those plates spinning. It's a stress outlet that also boosts mood, sharpens focus, and builds the momentum that carries into her work and home life.

On those days when stress feels overwhelming, exercise acts as a "reset button," enabling her to show up as her best self. Most sales professionals know they should prioritize health, but common roadblocks get in the way.

Laura highlights three challenges: lack of time, inconsistency, and the wrong mindset. Her guidance is to:

• Make Time: Treat fitness as a non-negotiable meeting. Even with a busy schedule, if it matters, you will find a way.
• Stay Consistent: Don't overdo it at the start and risk burnout. Start small, maintain the habit, and make it enjoyable.
• Shift Mindset: If possible, hire a personal trainer for accountability and fun. Don't view exercise as punishment, but as an opportunity for growth.
• The Do's and Don'ts of Fitness for Salespeople

Laura distills her wisdom into actionable tips:

Do:

• Protect your workout time—make it a top priority.
• Find joy in your training—pick activities you enjoy.
• Get professional support for accountability and learning.

Don't:

• Compare your progress to others; your journey is unique.
• Pursue extreme, unsustainable routines.
• Separate health from career success—they are intrinsically linked.

Self-Care Is a Smart Sales Strategy

Laura's story is proof positive that investing in fitness doesn't just change your body; it elevates your mindset and professional capabilities. Fitness doesn't have to be about chasing perfection.

It's about finding a routine that builds confidence, keeps energy high, and helps you show up as the best version of yourself.

For sales professionals aiming to reach new heights, perhaps the missing piece isn't just a new strategy—it's stronger self-care and a commitment to physical wellbeing. Self-care isn't selfish. It's essential.

Resources & People Mentioned

• Transicon LTD
• ABB
• Halcyon Drives Ltd.

Connect with Laura Hayton

• Laura Hayton on LinkedIn

Connect With Paul Watts

• LinkedIn
• Twitter

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Renowned fitness and performance coach for sales leaders, Joshua Hulsebosch, has worked alongside industry giants like Jeb Blount and has designed wellness courses for Sales Gravy University.

In the first episode of our "Fit for Sale" series, Joshua explains the vital connection between physical fitness and sales success, sharing real-life stories and practical strategies that busy sales professionals can implement to boost their energy, resilience, and overall effectiveness.

From sleep routines to stress management and sustainable nutritional habits, Joshua discusses his daily practices that have helped sales leaders overcome challenges like burnout and really get fit for sale!

Outline of This Episode

• [00:00] The impact of sleep deprivation on sales.
• [04:28] Fitness habits that help you boost energy, focus, and resilience.
• [06:32] The role physical health plays in managing stress and maintaining motivation.
• [08:41] Overcoming the common fitness and lifestyle challenges that Joshua sees in sales professionals.
• [10:46] Recognizing sleep deprivation signs.
• [13:43] Your environment shapes healthy habits.
• [17:16] Empowering sales through wellness.

Why Physical Health Matters in Sales

Picture a top-performing salesperson—a true "A-player." Now strip away their discipline, consistent energy, ability to manage stress, and problem-solving skills by depriving them of good sleep, nutrition, and exercise.

Suddenly, that superstar slips to an "F," struggling with follow-up, motivation, and closing deals. Now flip the script: add daily exercise, clean eating, stress management techniques, and better sleep.

Miraculously, performance rebounds—discipline returns, energy is steady, focus sharpens, and even efficiency improves by 20-30%. These gains come not from new sales tactics, but from foundational health habits.

According to Joshua, the energy, discipline, and mental resilience cultivated through fitness can mean the difference between a struggling seller and a sales superstar.

Game-Changing Habits for Sales Performance

So, what routines set high-achievers apart? For Joshua, maintaining a consistent bedtime is top priority. "The body loves efficiency," he says. Going to sleep at the same time every night helped him drastically reduce caffeine and sustain focus all day.

This "hidden habit" is a simple yet powerful way to elevate performance.

Other keystone practices include:

• Movement for Motivation: Short bursts of exercise—like jumping rope, even in chilly Canadian weather—can clear mental fog and transform procrastination into productivity.

• Creating Focused Environments: Eliminate distractions with blackout blinds, noise-canceling headphones, and even earplugs to maximize concentration during deep work.

• Daily Exercise for Resilience: Nearly half the time, Joshua admits he doesn't want to work out—but pushing through builds the mental toughness so crucial in high-pressure sales.

Physical Fitness: The Ultimate Stress Management Tool

Sales is stressful by nature—quarterly targets, rejection, and the rollercoaster of commission-based pay. Joshua argues that exercise isn't just about looking or feeling good—it's a proven method for regulating and recovering from stress.

Regular movement improves posture and confidence (noticeable even to colleagues), and research supports that the same brain areas developed through exercise boost willpower and tenacity.

"With exercise, you're not just building muscle, but the part of your brain responsible for willpower and perseverance," Joshua explains.

That toughness translates directly to overcoming difficult calls, bouncing back from setbacks, and sustaining motivation through inevitable ups and downs.

The Top Challenges Sales Pros Face—and How to Solve Them

Joshua sees three common health challenges among his sales clients:

Sleep Deprivation: Chronic lack of sleep can cut sales efficiency by up to 30%. Many underestimate the long-term career cost of pushing through fatigue.

Poor Nutrition (Especially Low Protein): Most salespeople don't get enough protein for recovery and sustained energy. Adding more can have profound effects.

Overambitious Overhauls: Trying to change everything at once rarely sticks. Joshua advises clients to focus on one small, consistent change—build momentum and add more later.

Preventing Burnout

Burnout, Joshua says, isn't simply the result of stress, but of insufficient recovery. Think of stressors (like tough quarters) and recovery (like quality sleep and downtime) as a balance.

Recovery that matches or surpasses stress leads to growth and development—not collapse. Too little, and you hit rock-bottom burnout, forcing your body—and your career—to a halt. One client lost over 50 pounds in six months, all through small, sustainable habits.

The benefits extended far beyond the scale—energy soared, confidence returned, and he embraced opportunities (like public presentations) that once felt daunting. Health changes didn't just transform his body, but also rippled through his sales performance and even inspired his team.

Sales isn't just about the numbers—it's about the person behind the numbers. Invest in your well-being, and watch your sales soar.

Resources & People Mentioned

• Sales Gravy

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We're joined once again by Lisa Earle McLeod, renowned author of "Selling with Noble Purpose" and a global leader in purpose-driven business strategies. This time, Lisa dives deep into the transformative role that artificial intelligence is playing in negotiation strategy and tactics.

We discuss how AI is changing the sales game—not just by giving us better tactics, but by helping us see through our customers' eyes to uncover what truly matters to them.

Lisa shares fresh insights on crafting more effective negotiation approaches by leveraging AI to understand customer risks, uncover hidden pain points, and create compelling questions that drive value-based conversations.

Plus, she unpacks the do's and don'ts of using AI, highlights common pitfalls, and shares a real-world story of closing a challenging deal using these cutting-edge methods.

This episode is packed with practical advice on how to harness AI for more genuine, successful negotiations—while keeping the client at the heart of it all.

Outline of This Episode

• [00:00] AI missteps in sales negotiation.
• [06:00] Customer-centric discovery emphasizes ROI by highlighting competitive consequences.
• [08:46] AI improves business strategy by generating unexpected, insightful questions.
• [11:52] Use AI as a nonjudgmental coach available anytime for negotiation advice.
• [15:11] AI communication dos and don'ts.
• [18:28] Lisa's story of using AI to highlight the cost of inaction.

Rethinking How We Use AI in Sales Negotiation

AI tools have flooded the sales landscape, promising quick wins and smarter decisions. But, as Lisa warns, the way most sellers use AI can actually backfire.

Too many reps default to self-serving prompts—focused on expressing their own value or outshining the competition—instead of truly stepping into their client's shoes. Instead, Lisa suggests using AI to uncover the risks, concerns, and goals that matter most to your buyer.

For example, rather than asking, "How can I win this deal?" prompt AI with, "What risks does my client face if they don't act on my proposal?" or "What might the CFO of a large manufacturing company be worried about right now?"

By doing this, AI becomes a discovery partner—not just a generator of clever closing lines.

The Power of "Cost of Inaction" in Persuasion

Too often, sellers build polished ROI arguments, only to watch stakeholders do nothing. Why? Highlighting what a company could lose by standing still is often far more compelling than dangling the prospect of what they might gain.

AI can be a powerful ally in quantifying and articulating these hidden risks. By prompting AI to brainstorm implication questions—"What happens if your competitors outpace you next year?"—sellers can stimulate genuine urgency within decision-makers.

It's not about scare tactics; it's about helping clients confront realities they may have overlooked, with the help of AI's outside-the-box perspective.

Best Practices: Do's and Don'ts for AI-Driven Negotiation

Harnessing AI's power in negotiation requires more than clever prompts; it demands ethical considerations and a client-centric mindset. Lisa shares these essential ground rules:

Do:

• Start with the Client: Frame AI prompts around your buyer's role, goals, and pains—not your own pitch.
• Unearth Strategic Goals: Have AI help uncover what truly matters to your client's business, even if it's unrelated to your product.
• Ask for Better Questions: Use AI to generate implication and discovery questions that go beyond the obvious, elevating sales conversations.

Don't:

• Don't Overshare: Never input confidential or proprietary information into public AI tools—treat them as you would social media.
• Don't Be Self-Serving: Avoid focusing AI on "how to win" at the expense of the client's needs—this erodes trust and effectiveness.
• Don't Sound Like a Robot: Use AI's polished language carefully. While it's great for proposals, it can sound canned in conversation. Personalize and adapt its suggestions.

Transparency is also key. If you use AI to prepare, be open about it: "I put your profile into AI to think more deeply about your goals—here's what came up. How does that resonate with you?" Such honesty builds authentic rapport.

Flipping the Script and Winning Deals

To prove the methodology, Lisa shares her own recent experience: her firm faced a client paralyzed by indecision—the status quo seemed easier than change.

By using AI to map out the tangible and long-term risks of doing nothing, and then presenting these "costs of inaction" back to the client, the conversation shifted. The client moved from hesitant to decisive, signing a high-value contract immediately.

The lesson? When sales teams use AI to spotlight what's at stake for the buyer, outcomes transform. Sales negotiation isn't just about tactics—it's about deep discovery, empathy, and helping clients make the best decisions.

AI, when harnessed thoughtfully, amplifies a seller's consultative skills.

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• Lisa Earle McLeod on LinkedIn
• Lisa Earle McLeod

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Sales and leadership expert Peter Turley, known for his refreshingly honest, no-fluff approach to winning business.

After years of witnessing average sales behaviors and predictable negotiation tactics, Peter joins us on the show to share his unique perspective on what truly sets top performers apart: positioning yourself as the authority even before a negotiation begins.

In this eye-opening episode, you'll hear Peter outline the distinct roles of strategy and tactics, reveal his powerful "quantification" approach for reframing the sales conversation, and demonstrate how inviting your buyer into the process can flip the entire negotiation dynamic in your favor.

With stories, humor, and actionable advice, this episode is packed with insights that could transform your sales game!

Outline of This Episode

• [00:00] Practical, no-nonsense sales strategies for effective results.
• [03:54] Being the authority puts you in a very strong negotiating position.
• [06:22] Using humor to move the relationship forward.
• [09:47] How to quantify your customer.
• [13:59] Leverage your customer's imagination for effective selling.

Strategy vs. Tactics: Knowing What Comes First

Tactics are what you do at the end, in the heat of the negotiation. Strategy is what you do before the negotiation starts, in Peter's experience.

This sets the stage for a critical realization—well before conversation starts or prices are exchanged, the groundwork for negotiation success is laid.

Strategy is about positioning, credibility, and how the other side perceives you as you enter the negotiation. Tactics, in contrast, are the maneuvers and phrasing used in the moment.

The most successful negotiators invest early in strategic positioning, dramatically influencing their leverage once tactical discussions begin.

Average, Expert, or Authority?

Peter identifies three levels of professional perception: average, expert, and authority. Most salespeople operate at the "average" level, where they are easily compared on price and routinely undercut by competitors.

Moving up the value chain, "experts" are those with proven knowledge, but even they are not immune to comparison.

The gold standard, according to Peter, is becoming an "authority"—the definitive reference point whose insights reshape perspectives. "The experts need somebody to go to when they get stuck. The all-seeing eye. That person is called the authority".

Authorities command higher pricing not by accident, but because industry recognition, conference presence, and demonstrated originality remove them from price-based comparisons.

When negotiating, authorities are rarely pressured to justify value; they become the benchmark others aspire to.

Confidence, Charm, and the Power of No

Peter's unique approach blends humor and boldness. Faced with a client pressing for lower pricing, he famously produced a competitor's business card and offered it as an alternative, positioning himself as above price haggling.

This approach works, he emphasizes, only because of the deep groundwork laid over the years—authority, trust, and a portfolio of results. Confidence in your value, combined with social intelligence, diffuses price objections and reframes negotiations around value.

Quantification in Sales

Moving beyond qualifying questions, quantification walks the client through the tangible, mathematical impact that a product or service could have on their business. By leading the customer to calculate and imagine the results—dollars added, profits multiplied—the discussion pivots from cost to potential gain.

What's remarkable is how this approach shifts the negotiation dynamic. Instead of the salesperson battling for budget, the customer is internally motivated to find extra funds, sell the solution upward, and justify the value to themselves and others.

Value dwarfs cost, and the negotiation shifts to, "How can we make this happen?"

The Transformational Impact of Value-Based Negotiation

What Peter demonstrates is both simple and profound: negotiation success starts far before any price is discussed.

By positioning yourself as an authority and leading the client to quantify what's really at stake, you turn negotiations from adversarial price haggling to value creation partnerships.

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• Peter Turley on LinkedIn
• Sell Squared

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On the show this week, Dr. Christopher Meyer, author of "Settle for More" and one of the Global Guru's Top 30 Thought Leaders in Negotiation for 2025, shares his expertise on the critical differences between negotiation strategy and tactics, and why a strong planning mindset is key to successful deals.

Chris breaks down his unique approach to negotiation—shifting from a traditional "win-win" mindset to focusing on how everyone at the table can truly gain. He shares his favorite negotiation tactics, the importance of preparation, and how to handle those infamous hardball negotiation techniques from buyers.

Additionally, Chris provides us with valuable dos and don'ts for negotiators and offers a memorable real-world example from his own high-stakes experience in the tech sector.

Outline of This Episode

• [00:00] Consider long-term strategy and adapt tactics to each negotiation based on your relationship.
• [04:22] Adopt a gain-focused mindset in negotiation for mutual benefits.
• [07:08] Spend 80% of your time on planning to ensure smooth negotiations.
• [10:12] Focus on building relationships and value, not just achieving quotas.
• [13:22] Mutually beneficial relationships require both parties to gain.
• [17:29] The breakthrough moment shifted Chris's approach from adversarial to collaborative.

Beyond Win-Win—Negotiation with a Mindset for Gain

Negotiation lies at the heart of successful sales, but too often it conjures images of hard-nosed tactics, adversarial posturing, and zero-sum outcomes.

One of Chris's most compelling messages is about the mindset underpinning successful negotiation. Instead of getting stuck in old "win-lose" or even "win-win" mentalities, he encourages negotiators to focus on mutual gain so that everyone in the room can gain. Negotiation, at its core, should be about finding ways for all parties to walk away recognizing value, making the process constructive, not combative. This sets the stage for strong, lasting business relationships. When both sides gain, collaboration and repeat business become far more likely.

Favorite Tactics: Trade Offs, Value Creation, and Contingencies

With the right mindset in place, tactical execution becomes nuanced and effective. Chris shares his three preferred tactics:

• Trade-Offs: Look for opportunities to give the other party a gain in exchange for something valuable in return.
• Value Creation: Identify and offer unique, specific benefits in the negotiation that can enhance the outcome for all.
• Contingencies: Structure deals so that additional benefits are provided if the counterpart reciprocates—making negotiations dynamic and adaptable.

These approaches move beyond bargaining chips and price discussions; they're about co-creating solutions that satisfy both parties' core interests.

Planning is the Unsung Hero of Negotiation

A recurring theme in the podcast is the overwhelming importance of planning. Chris advocates for an "80/20 rule," encouraging negotiators to spend 80% of their time preparing and only 20% executing. Deep preparation isn't just about knowing your own needs, but also anticipating the objectives and potential moves of your counterpart. Thorough planning means you're never blindsided by tough questions or aggressive tactics, and you're positioned to create and communicate value confidently.

When it comes to those famously tricky buyer tactics—take-it-or-leave-it offers, extreme anchoring, and last-minute demands, Chris' advice is twofold: first, be prepared (so you spot them coming), and second, show grace. Rather than meet aggression with aggression, view these moves as products of outdated training and use the opportunity to steer negotiations toward collaborative problem-solving.

Chris' Do's and Don'ts for Better Negotiations

Chris offers a succinct checklist for sales professionals:

Do:

• Ask Questions & Be Curious: Seek to understand before seeking to be understood
• Develop Value: Bring as much as you can to the table
• Ensure All Parties Benefit: Winning together encourages long-term success.

Don't:

• Don't Lie: Honesty fuels trust
• Don't Obfuscate: Clear communication prevents misunderstandings
• Don't Threaten: Ultimatums close minds and kill creativity

When both sides are focused on gain—and negotiators put in the work to prepare, ask, and listen—outcomes exceed expectations. For anyone in sales, the path forward is clear: trade old mindsets for a commitment to curiosity, collaboration, and planning, and you'll champion not just your own success, but the reputation of the entire profession.

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• Christopher Meyer | Hankamer School of Business
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